Tonda Witherspoon
Atlanta,GA
Summary
Accomplished Lead Strategic Sales Planning Manager with a proven track record at AT&T Cybersecurity/Level Blue, enhancing strategic sales initiatives and operational effectiveness. Expert in Business Analytics & Power BI and adept in team leadership, significantly contributed to sales process improvements and the successful launch of the 2024 Cybersecurity Sales Operations. Collaborative leader with dedication to partnering with coworkers to promote engaged, empowering work culture. Documented strengths in building and maintaining relationships with diverse range of stakeholders in dynamic, fast-paced settings. Goal-oriented manager with distinguished experience in Telecom industries and proven leadership abilities. Expert in increasing productivity and customer satisfaction while driving revenue and sales. Committed to streamlining procedures while optimizing employee talent.
Overview
16
16
years of professional experience
Work History
Lead Strategic Sales Planning Manager
AT&T Cybersecurity/Level Blue
01.2023 - Current
- Collaborate with executives and sales leadership to develop long-range strategic goals for the organization.
- Provide project management support for key strategic planning and business planning.
- Assist in setting goals, identifying opportunities and ensuring that the company's strategic initiatives align with the long-term objectives.
- Manage analytical and research activities, evaluate operational effectiveness, and lead cross-functional teams to achieve business objectives.
- Design and provide reporting to the sales teams to ensure that they have the information needed to make informed decisions and facilitate continual process improvements.
- Assists in developing strategies for improving sales process effectiveness.
- Auditing sales, assist sellers with product knowledge, contract application, and compensation questions
- Analyzes trends and funnel targets with feedback provided to Sales Leadership
- Created the Sales Intake Form that is used throughout Cybersecurity for inquires.
- Managed the 2024 Cybersecurity Compensation Plan update
- Co-Designed the new 2024 Cybersecurity Business Compensation Site.
- Key team member in the creation and launch of the 2024 Cybersecurity Sales Operations processes.
- Developed and led peer to peer training of the 2024 Cybersecurity Compensation Plan
- Created the 2024 Cybersecurity Weekly Newsletter
- Uploaded manual results
- Assisted sales with all compensation questions
- Cross-trained existing employees to maximize team agility and performance.
- Monitored and analyzed business performance to identify areas of improvement and make necessary adjustments.
- Achieved departmental goals by developing and executing strategic plans and performance metrics.
- Streamlined workflows by identifying bottlenecks in existing systems and proactively addressing these challenges through appropriate solutions implementation.
- Drove operational efficiency through data-driven decision-making processes, leveraging analytics tools for informed strategy development.
Sales Planning Manager
AT&T
03.2023 - 01.2024
- Responsible for researching and analyzing sales trends, managing sales reporting and analytics, and translating business requirements into actionable solutions for a team of 18 sellers.
- Played a key role in the Cybersecurity sales and operations planning process, optimizing production. Consistently seeing overall results of over 200% month to month
- Other responsibilities included expanding the customer base, building strong customer relationships, and providing financial analysis assistance.
- Increased sales revenue by developing and implementing strategic sales plans.
- Closely monitored demand trends and worked with sales to adjust forecasts accordingly.
- Identified areas of improvement in the sales process, leading to a more streamlined approach for greater efficiency.
- Implemented data-driven decision-making processes, leading to more accurate sales forecasting and better resource allocation.
- Streamlined sales processes for improved efficiency and productivity.
Sales Compensation Lead
AT&T
08.2008 - 03.2023
- Served as an internal consultant on matters related to sales incentives, providing recommendations based on best practices and industry benchmarks.
- Maintained detailed records of all changes made to individual employee's compensation plans, ensuring transparency throughout the organization.
- Responsible for moderately complex sales compensation activities that include analysis of sales plan effectiveness, plan administration and issue escalation.
- Performed moderately complex sales compensation activities for assigned business unit or region with over 200+ sellers
- Analyzed compensation data and compensation plan effectiveness.
- Collaborated and contributed with appropriate departments to ensure accuracy of sales commissions or incentive payouts.
- Recommended resolution of commission payment discrepancies.
- Served as primary point of contact for issue escalation and resolution between regional organization and sales operations on matters concerning plan assignments and quota setting.
- Developed comprehensive training materials on sales compensation processes for both new hires and existing employees, ensuring a smooth onboarding experience.
- Contributed to the overall success of the organization by ensuring that all employees were fairly compensated for their efforts in driving company growth.
- Optimized communication channels between management, HR, and sales teams regarding compensation-related matters, improving overall clarity and understanding.
- Streamlined the sales compensation process by creating clear guidelines and policies for the entire organization.
- Collaborated with HR and Finance departments to ensure accurate and timely payment of commissions to sales staff.
Education
Some College (No Degree) - Business Management
University of Phoenix
Tempe, AZSkills
- Team Leadership
- Complex Problem-Solving
- Analytical Thinking
- Business Analytics & Power BI
- Compensation Management
- Data Gathering, Analysis & Reporting
- Forecasting
- SalesForce, Microsoft Office, HOT, Clari, Varicent, Sales Payee Web, SAART, Quota Tool & eCRM
Timeline
Sales Planning Manager
AT&T
03.2023 - 01.2024
Lead Strategic Sales Planning Manager
AT&T Cybersecurity/Level Blue
01.2023 - Current
Sales Compensation Lead
AT&T
08.2008 - 03.2023
Some College (No Degree) - Business Management
University of Phoenix
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